Discovery Calls That Uncover Needs

About this course

A good discovery call helps you understand what a prospect really needs before you talk about your solution. When you listen well and ask the right questions, you build trust and make better decisions about fit. This course covers the purpose of discovery, preparation, questions that reveal needs, summarising and confirming, and deciding on next steps, with Australian examples and one action after each lesson.

What you will be able to do

• You'll be able to prepare for a discovery call using research and clear objectives
• You'll be able to open a call in a way that builds trust and sets an agenda
• You'll be able to ask questions that uncover problems, impact and decision-making
• You'll be able to summarise needs and agree a clear next step

Course outline

1. Purpose of Discovery

   8 min · Lesson notes, example, action task · 2-question quiz

   A discovery call is a conversation to learn about a prospect's situation, challenges and goals. Its purpose is to understand before you propose, so that any solution you offer fits the real problem.
2. Preparing the Call

   8 min · Lesson notes, example, action task · 2-question quiz

   Good preparation makes the call focused and respectful of the prospect's time. Research the company, understand the likely role of the person you are meeting and plan the questions you want answered.
3. Questions That Reveal Needs

   8 min · Lesson notes, example, action task · 2-question quiz

   Open questions invite the prospect to describe their situation in their own words. Follow-up questions go deeper into the problem, its impact and what they have already tried.
4. Summarising and Confirming

   8 min · Lesson notes, example, action task · 2-question quiz

   Summarising shows the prospect that you have listened and understood. Confirming the summary lets them correct any misunderstanding before you move to the next step.
5. Deciding on Fit and Next Steps

   9 min · Lesson notes, example, action task · 2-question quiz

   A discovery call should end with a clear decision about fit and a defined next step. Be honest about whether you can help, and agree a specific action with a date.
6. Careers & next steps

   9 min · Lesson notes, example, action task · 2-question quiz

   Discovery skills are valued in sales, account management, business development and customer-facing roles. This lesson maps the roles this course can lead to and how to check what they are worth.
7. Final quiz and certificate

   10 questions, pass mark 8 of 10. Pass to get your Reesby Academy certificate with a verification link.